What is the Right Amount of Homework?

We have addressed the topic of adequate “homework” before. We’ve all witnessed a sales call where a rep asks ridiculous questions, “so, what does your company do?” This is an obvious and inexcusable lack of preparation. Our natural...

You’re the Quarterback

There is a strong possibility that you may be working a deal with team members who haven’t been through a ValueSelling workshop. I often get this question from my students, “What can I do to make sure that everyone is aligned so that we can execute effectively?”...

Know All You Can

More often than not we enter into opportunities where competition exists.  Our invitation to participate is procurement’s prerogative to balance out the bidding process. Unbeknownst to us, senior stakeholders usually have a predisposition. As with most elements of the...